TARGET MARKETING CIGARETTE MARKET MOVED FROM A MASS MARKET WITH FEW BRANDS TO A HIGHLY SEGMENTED MARKET (165+ BRANDS).

Size: px
Start display at page:

Download "TARGET MARKETING CIGARETTE MARKET MOVED FROM A MASS MARKET WITH FEW BRANDS TO A HIGHLY SEGMENTED MARKET (165+ BRANDS)."

Transcription

1 I. BACKGROUND CIGARETTE MARKET MOVED FROM A MASS MARKET WITH FEW BRANDS TO A HIGHLY SEGMENTED MARKET (165+ BRANDS). WE RESPONDED CORRECTLY WITH HIGHLY REGIONALIZED AND TARGETED MARKETING STRATEGIES : - PRIORITY AREAS - YAS PROGRAMS - BLACK/HISPANIC PLANS - REGIONALIZED WORK PLANS (34 PAGES) - REGIONALIZED FIELD MARKETING (SALEM, CAMEL, ETC.)

2 I. BACKGROUND WE ARE SUFFERING FROM STRATEGIC BRILLIANCE AND TACTICAL FAILURE : A. SALES I B. FIELD MARKETING C. SEGMENT MARKETING

3 I. BACKGROUND A. ALES 1. WORKPLAN : SALES IS VOLUME DRIVEN -> FOCUS ON CARTONS. MARKETING IS BUSINESS-BUILDING DRIVEN -> FOCUS ON PACKS. EXAMPLES MAGNA EXECUTED LIKE DORAL. Low PACK OUTLET COVERAGE/FREQUENCY. VOLUME BRANDS EMPHASIZED IN PACK OUTLETS. WORKPLAN TOO COMPLEX TO BE EXECUTED. ONE REPRESENTATIVE HAS 1-5 WORKPLANS.

4 I. BACKGROUND A. SALES 2. OTHER OPPORTUNITIES : NO FLEXIBILITY OR RESPONSIVENESS IN LEVERAGING REGIONAL OPPORTUNITIES. MARKETING IS TOO FAR FROM WHERE IT IS HAPPENING : "By THE TIME SOMEONE RESPONDS, IT'S TOO LATE, SO I'VE STOPPED ASKING." 0 PROGRAMS CANNOT BE CUSTOMIZED.

5 I. BACKGROUND B. FIELD MARKETING ISSUE : TO REACH YAS SMOKERS WE MUST RELY ON FIELD MARKETING. HOME OFFICE MANAGEMENT OF FIELD MARKETING WITH EXECUTION BY SUPPLIERS RESULTS IN : - LOCAL OPPORTUNITIES MISSED : CANNOT BE IDENTIFIED IN ADVANCE - WEAK EXECUTION : NOT LOYAL TO RJR/LITTLE MONITORING - DO NOT LEVERAGE SALES SUPPORT : NO RELATIONSHIP/DO NOT TRUST

6 I. BACKGROUND C. SEGMENT MARKETING SEGMENT MARKETING CANNOT BE ACCOMPLISHED WITHOUT MARKETING/SALES FOCUS : - BLACK/HISPANIC - YAS PROGRAMS - SAVINGS SEGMENT

7 II. KEY ISSUE WE ARE STRATEGICALLY SOUND. TACTICALLY WEAK. SUPERIOR EXECUTION WILL PROVIDE THE COMPETITIVE ADVANTAGE OF THE FUTURE. "THE STRUGGLE FOR STRATEGIC DIFFERENTIATION IS PRODUCING LESS AND LESS COMPETITIVE ADVANTAGE. BETTER MANAGING EXECUTION AND SEEKING IMAGINATIVE TACTICS... CAN MAKE ALL THE DIFFERENCE." THOMAS V. B0N0MA HARVARD PROFESSOR/AUTHOR OF MARKETING EDGE : MAKING STRATEGIES WORK

8 III. RECONMENDATION STRUCTURE WORKPLAN, SALES FORCE AND MARKETING STAFF AROUND KEY STRATEGIC OBJECTIVES : SALES FIELD STRATEGIC MARKET WORKPLAN FORCE MARKETING 1. BLACK S S 7 2. HISPANIC S S 6 3. MILITARY S S 5 4. YAS/BuSINESS BUILDING S* GM 6 5. VOLUME S** GM 6 * PACK ** CARTON

9 III. RECONMENDATION DECENTRALIZE MARKETING TO CREATE A STRUCTURE THAT FACILITATES SUPERIOR EXECUTION OF REGIONAL AND TARGETED STRATEGIES.

10 IV. IMPLICATIONS POTENTIAL INCREASED HEADCOUNT OF SALES FORCE (PROBABLY NOT MORE MONEY). DECENTRALIZED MARKETING - BLACK MARKETING REPS > BLACK BRAND MANAGER - HISPANIC MARKETING REPS > HISPANIC BRAND MANAGER - MILITARY MARKETING REPS > MILITARY BRAND MANAGER - YAS MARKETING REPS > VP YAS BRANDS - VOLUME MARKETING REPS > VP VOLUME BRANDS

11 IV. IMPLICATIONS MARKETING STAFF COSTS COULD INCREASE : - FIELD STAFF COSTS $3.7MM $125M) - REDUCED INTERNAL STAFF 1 MANAGER/1-2 ASSISTANTS

ST OR E Global Supplier Transport by Sea, Air road Retail Store/ Customer Distribution Center/ Warehouse Manufacturer/ Supplier Central Warehouse Receiving Quality Management Process Decision to stone

More information

Marketing Strategy Outlook Report. What marketing success will look like in the year ahead, and how marketers plan to achieve it.

Marketing Strategy Outlook Report. What marketing success will look like in the year ahead, and how marketers plan to achieve it. Marketing Strategy Outlook Report What marketing success will look like in the year ahead, and how marketers plan to achieve it. 1 Marketing Strategy Outlook Report Table of Contents Introduction 3 What

More information

Title Agency Sales & Marketing Plan Workbook

Title Agency Sales & Marketing Plan Workbook Title Agency Sales & Marketing Plan Workbook A Sales and Marketing Planning Guide Prepared by Stewart Marketing 2010 Stewart Title Guaranty Company. All rights reserved. Trademarks are the property of

More information

The Future Perfect Supply Chain

The Future Perfect Supply Chain 53 Perimeter Center Suite 201 Atlanta, GA 30346 (877)237-4291 www.competitivelogistics.com The Future Perfect Supply Chain Achieving Responsiveness and Efficiency By Art Brown VP Professional Services

More information

Social Media Strategy

Social Media Strategy Marketing Strategy and Performance Benchmarks Social Media Strategy Research Summary Report Ascend2 Research Conducted in Partnership with Leading Marketing Solution Providers Social Media Strategy Research

More information

Creating a High Impact Resume

Creating a High Impact Resume Creating a High Impact Resume Presented by: Jocylen Ashton, Director Graduate Business Career Management gbpcareers@scu.edu 408-551-3000x6168 Your resume has multiple purposes It will benefit you to keep

More information

Competitive Advantage

Competitive Advantage Competitive Advantage When a firm sustains profits that exceed the average for its industry, the firm is said to possess a competitive advantage over its rivals. The goal of much of business strategy is

More information

Appendix. Source: http://legacy.library.ucsf.edu/

Appendix. Source: http://legacy.library.ucsf.edu/ Appendix This appendix contains examples of cigarette advertising that appeals to youth and minorities, as well as specific menthol ads. In addition, there are visual examples of tobacco industry documents

More information

IMC PLANING. Strategic PART TWO PLANNING AND STRATEGY. Chapter 7. Wells, Moriarty, Burnett & Lwin. ADVERTISING Principles and Effective IMC Practice

IMC PLANING. Strategic PART TWO PLANNING AND STRATEGY. Chapter 7. Wells, Moriarty, Burnett & Lwin. ADVERTISING Principles and Effective IMC Practice PART TWO PLANNING AND STRATEGY Chapter 7 Wells, Moriarty, Burnett & Lwin ADVERTISING Principles and Effective IMC Practice Revised by Chutinun K, 2012. Strategic IMC PLANING Key Points Differentiate between

More information

Pharmaceutical Marketing Overview Ibrahim Alabbadi MBA, PhD Amman- July-2015

Pharmaceutical Marketing Overview Ibrahim Alabbadi MBA, PhD Amman- July-2015 Pharmaceutical Marketing Overview Ibrahim Alabbadi MBA, PhD Amman- July-2015 1 Pharmacists job opportunities Hospital Community Pharmaceutical industry Marketing Others Academia Insurance Social security

More information

COMMUNICATING PROGRAM IMPACTS. 2015 NERAOC Conference

COMMUNICATING PROGRAM IMPACTS. 2015 NERAOC Conference COMMUNICATING PROGRAM IMPACTS 2015 NERAOC Conference Louis Whitesides 1890 Research Administrator South Carolina State University Orangeburg, South Carolina What is Communicating Program Impacts? The function

More information

INFLUENCER RELATIONS 2015

INFLUENCER RELATIONS 2015 REPORT INFLUENCER RELATIONS 2015 A Study Highlighting Current Approaches, Opportunities and Key Challenges Introduction 4 Key findings 5 Why invest in influencer relations? 9 Maximizing your influencer

More information

DOMINICK'S and THE UNIVERSITY OF CHICAGO Graduate School of Business. Micro-Marketing Project Presentation. March 26, 1992

DOMINICK'S and THE UNIVERSITY OF CHICAGO Graduate School of Business. Micro-Marketing Project Presentation. March 26, 1992 DOMINICK'S and THE UNIVERSITY OF CHICAGO Graduate School of Business Micro-Marketing Project Presentation for : PHILIP MORRIS U.S.A. Phase I : Shelf Management Results March 26, 1992 Philip Morris U.S.A.

More information

Email List Growth SURVEY SUMMARY REPORT MARKETING PRACTICES AND PERFORMANCE BENCHMARKS

Email List Growth SURVEY SUMMARY REPORT MARKETING PRACTICES AND PERFORMANCE BENCHMARKS MARKETING PRACTICES AND PERFORMANCE BENCHMARKS Email List Growth SURVEY SUMMARY REPORT Monthly Research Series Conducted in Partnership with Leading Marketing Solution Providers Email List Growth Survey

More information

Consumer Products 2010: Insights for the Future in Asia

Consumer Products 2010: Insights for the Future in Asia Consumer Products 2010: Insights for the Future in Asia Patrick Medley, Distribution Sector Leader, Asia Pacific IBM Business Consulting Services 2005 IBM Corporation Agenda for today s discussion 2010

More information

Market Segmentation, Targeting, and Positioning. Leonard Walletzký

Market Segmentation, Targeting, and Positioning. Leonard Walletzký Market Segmentation, Targeting, and Positioning Leonard Walletzký 5C STP Marketing Mix Marketing framework Customer Company Context Collaborators Competitors Segmentation Targeting Positioning 4P 7P 4C

More information

Improve customer experience with your call center

Improve customer experience with your call center Improve customer experience with your call center 1 Table of Contents Welcome to the Age of the Unloyal Customer Superior Service Is More Difficult Than It Looks Segmented customer touchpoints Who is responsible

More information

Lead Generation Implementation Model... 3

Lead Generation Implementation Model... 3 Table of Contents Lead Generation Implementation Model... 3 About the Technology Companies that Participated... 4 Which best describes your soluticon?... 4 What are your annual revenues?... 4 What market

More information

MOBILE SALES ENABLEMENT FOR MARKETING AT A GLANCE

MOBILE SALES ENABLEMENT FOR MARKETING AT A GLANCE MOBILE SALES ENABLEMENT FOR MARKETING AT A GLANCE Marketers face many challenges while striving to build brand equity, drive qualified sales leads, and prove a strong return on investment. In a rapidly

More information

Lesson 1. Assessing the Marketplace

Lesson 1. Assessing the Marketplace Assessing the Marketplace Your first lesson consists of four assignments that cover the first four chapters. These assignments provide a useful overview of the contemporary marketing environment and all

More information

The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation

The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation MARKETING AUTOMATION is technology that allows you to nurture leads through automated campaigns. Because marketing

More information

Marketing Plan Template

Marketing Plan Template 1. Executive Summary (Done Last) Marketing Plan Template Keep in mind that not everyone will read every page of your marketing plan. Your executive summary should highlight the most important parts. It

More information

Seminar. The Organization of International Business Chapter 15. 11 Kasım 14 Salı 15-

Seminar. The Organization of International Business Chapter 15. 11 Kasım 14 Salı 15- Seminar The Organization of International Business Chapter 15 Learning Objectives p Profile the evolving process of organizing a company for international business p Describe the features of classical

More information

Valuing a Target Using Net Promoter Score (NPS)

Valuing a Target Using Net Promoter Score (NPS) Valuing a Target Using Net Promoter Score (NPS) By Lumeric Consulting LLC March 2011 Contents Net Promoter Score Overview of Net Promoter Score (NPS) 2-4 NPS case example commercial due diligence 6-11

More information

MERCHANDISING OPTIMIZATION DRIVING SALES AND LOWERING COSTS

MERCHANDISING OPTIMIZATION DRIVING SALES AND LOWERING COSTS MERCHANDISING OPTIMIZATION DRIVING SALES AND LOWERING COSTS Better Merchandising Procurement and Sourcing Supply Chain Management Toronto Montreal Chicago 90 Richmond Street E., Suite 100 600 de Maisonneuve

More information

Michel Theriault Driving the Shift in Facilities Management FM Practitioner, Author, Speaker & Consultant to FM

Michel Theriault Driving the Shift in Facilities Management FM Practitioner, Author, Speaker & Consultant to FM Michel Theriault Driving the Shift in Facilities Management FM Practitioner, Author, Speaker & Consultant to FM with a passion for the profession and a track record successfully managing Facility and Property

More information

Enterprise Resource Planning Systems: Past, Present and Future

Enterprise Resource Planning Systems: Past, Present and Future Enterprise Resource Planning Systems: Past, Present and Future May 15, 2014 Ft. Worth, Texas Roger W. Harris CFPIM, CIRM, CSCP, C.P.M., PMP, CPSM VP Education, Colorado Chapter Terra Grande District Staff

More information

Speaking Notes for. Liseanne Forand. President, Shared Services Canada. At GTEC

Speaking Notes for. Liseanne Forand. President, Shared Services Canada. At GTEC Speaking Notes for Liseanne Forand President, Shared Services Canada At GTEC October 20, 2011 1 I d like to start by thanking the GTEC board for giving me the opportunity to talk to you today about the

More information

purplepromise.fedex.com

purplepromise.fedex.com purplepromise.fedex.com We continue to change the way the world works and lives by doing one simple thing: Placing our customers at the center of all we do. This takes commitment a shared way of thinking,

More information

Collaborative CRM Workshop. 04 Strategy and Tactics Development

Collaborative CRM Workshop. 04 Strategy and Tactics Development Collaborative CRM Workshop 04 Strategy and Tactics Development 1 Collaborative CRM 2005 04 Strategy & Tactics Development Copyright ECR Europe 2005. All rights reserved. Version 7.0 June 2005 Collaborative

More information

Price versus Value Management Know the Difference

Price versus Value Management Know the Difference Price versus Value Management Know the Difference By Thomas Nagle, Ph.D. P ricing software has evolved immensely in its use and sophistication over the past twenty years. Initially, businesses launched

More information

Alexander Nikov. 3. Information Systems and Organisational Issues. Learning Objectives. Verizon or AT&T: Which Company Has the Best Digital Strategy?

Alexander Nikov. 3. Information Systems and Organisational Issues. Learning Objectives. Verizon or AT&T: Which Company Has the Best Digital Strategy? INFO 1500 Introduction to IT Fundamentals Learning Objectives 3. Information Systems and Organisational Issues 1. Identify and describe important features of organizations that managers need to know about

More information

Appendix A. The Business Plan

Appendix A. The Business Plan Appendix A The Business Plan A key element of business success is a business plan, a written statement of the rationale for the enterprise and a step-by-step explanation of how it will achieve its goals.

More information

Key Accounts How to Maximize Opportunities and Minimize Disappointments

Key Accounts How to Maximize Opportunities and Minimize Disappointments Key s How to Maximize Opportunities and Minimize Disappointments Key Key accounts represent a larger and larger share of the market and are becoming more demanding Many companies create some form of a

More information

Visual Strategic Planning

Visual Strategic Planning 9909 Mira Mesa Blvd. San Diego, CA 92131 Phone: 800-768-3729 Phone: 858-225-3300 Fax: 858-225-3390 www.smartdraw.com Visual Strategic Planning Thinking and Communicating Visually in the Strategic Planning

More information

The Demise of Cost and Profit Centers

The Demise of Cost and Profit Centers 07-030 The Demise of Cost and Profit Centers Robert S. Kaplan Copyright 2006 by Robert S. Kaplan Working papers are in draft form. This working paper is distributed for purposes of comment and discussion

More information

Your Game Plan for Generating Leads and Building Brand Awareness!

Your Game Plan for Generating Leads and Building Brand Awareness! Your Game Plan for Generating Leads and Building Brand Awareness! OVERVIEW: A game plan for generating leads and building brand awareness is key to a successful marketing strategy. Leveraging the ButleriConnect

More information

1. Just what is the market calling CRM. 2. Traditional CRM. 3. CST (Customer Sales & Tracking)

1. Just what is the market calling CRM. 2. Traditional CRM. 3. CST (Customer Sales & Tracking) 1. Just what is the market calling CRM These days any software or process that deals with product and customer tracking and relations is called a CRM system, from sales tracking, complaint handling and

More information

Think like an MBA not a CISSP

Think like an MBA not a CISSP Think like an MBA not a CISSP Embracing University Culture to Achieve Security Initiatives' Matt Malone Security Services Director 512-650-0179 Matt.Malone@SLAITconsulting.com Goals Security is a business

More information

2014 State of Inbound Marketing

2014 State of Inbound Marketing Accelerate Search Results 01 State of Inbound Marketing Elements of Success Nowspeed Marketing Survey Results Elements of Success In order to be successful with Inbound Marketing, you need to master 5

More information

Marketing Management

Marketing Management Marketing Management Theocharis Katranis Fall Semester 2014 1 Today s Lecture 1. We will discuss the competitive forces in a market 2. We will identify and analyse competitors 3. We will elaborate different

More information

Lead Scoring, Prioritization, Routing & Nurturing

Lead Scoring, Prioritization, Routing & Nurturing Take your business to the next level Lead Scoring, Prioritization, Routing & Nurturing Free Sales and Marketing Audit Call 410-977-7355 Lead Scoring, Prioritization, Routing & Nurturing About the Author

More information

Integrated Marketing, Communications and Engagement. February 13, 2013

Integrated Marketing, Communications and Engagement. February 13, 2013 Integrated Marketing, Communications and Engagement February 13, 2013 What is integrated marketing and communications and why is it important? An integrated marketing and communications plan is: -- comprehensive,

More information

Chapter Seven Customer-Driven Marketing Strategy: Creating Value for Target Customers

Chapter Seven Customer-Driven Marketing Strategy: Creating Value for Target Customers Chapter Seven Customer-Driven Marketing Strategy: Creating Value for Target Customers Customer-Driven Marketing Strategy: Creating Value for Target Customers Market Segmentation Market Targeting Topic

More information

Prepare Your Students for Success on Day One RAFTER360 A NEW APPROACH TO COURSE MATERIALS MANAGEMENT

Prepare Your Students for Success on Day One RAFTER360 A NEW APPROACH TO COURSE MATERIALS MANAGEMENT Prepare Your Students for Success on Day One RAFTER360 A NEW APPROACH TO COURSE MATERIALS MANAGEMENT A chair, a desk, a book. This is what success should be all about. Course materials are a crucial part

More information

CUSTOMER RELATIONSHIP MANAGEMENT OF SELECT LIFE INSURANCE COMPANIES

CUSTOMER RELATIONSHIP MANAGEMENT OF SELECT LIFE INSURANCE COMPANIES I n t e r n a t i o n a l J o u r n a l o f M a n a g e m e n t F o c u s 1 CUSTOMER RELATIONSHIP MANAGEMENT OF SELECT LIFE INSURANCE COMPANIES G. RAJU Asst. Professor of Business Administration, St. Thomas

More information

Supply Chain [QUARTERLY] A better way to engage with suppliers p. 24 Q4/2012. Standardized software: Eroding your competitive edge?

Supply Chain [QUARTERLY] A better way to engage with suppliers p. 24 Q4/2012. Standardized software: Eroding your competitive edge? Supply Chain Q4/2012 A better way to engage with suppliers p. 24 [QUARTERLY] Standardized software: Eroding your competitive edge? From many, one: IBM unifies its supply chains www.supplychainquarterly.com

More information

Lead Scoring, Prioritization, Routing & Nurturing How Businesses Increase Conversion Rates by as much as 300%

Lead Scoring, Prioritization, Routing & Nurturing How Businesses Increase Conversion Rates by as much as 300% Take your business to the next level Lead Scoring, Prioritization, Routing & Nurturing Brought to you by www.dwsassociates.com 651-315-7588 Lead Scoring, Prioritization, Routing & Nurturing Brought to

More information

Procurement Team Certification: 5 Benefits That Procurement Leaders Can t Afford To Ignore 1

Procurement Team Certification: 5 Benefits That Procurement Leaders Can t Afford To Ignore 1 Procurement Team Certification: 5 Benefits That Procurement Leaders Can t Afford To Ignore 1 Procurement Team Certification: 5 Benefits That Procurement Leaders Can t Afford To Ignore Procurement transformation.

More information

Marketing Plan. Contents. Introduction: Using the Marketing Planning Framework. The Elements of the Marketing Planning Framework

Marketing Plan. Contents. Introduction: Using the Marketing Planning Framework. The Elements of the Marketing Planning Framework Marketing Plan Contents Introduction: Using the Marketing Planning Framework The Elements of the Marketing Planning Framework Terms of Reference Executive Summary 1. Business Mission 2. External Marketing

More information

Segmentation, Targeting, and Positioning

Segmentation, Targeting, and Positioning Segmentation, Targeting, and Positioning What We Learn? Learn the three steps of target marketing, market segmentation, target marketing, and market positioning Understand the major bases for segmenting

More information

MKTG 1021 Marketing Principles 3 Credits Boston College Summer Session 2016 Summer 1, May 18 June 22 Monday and Wednesday s 6:00 9:15 PM

MKTG 1021 Marketing Principles 3 Credits Boston College Summer Session 2016 Summer 1, May 18 June 22 Monday and Wednesday s 6:00 9:15 PM *Please note that this syllabus should be regarded only as a general guide to the course and is subject to change at the instructor s discretion MKTG 1021 Marketing Principles 3 Credits Boston College

More information

Case Study: PointClear Solutions Atlanta, GA

Case Study: PointClear Solutions Atlanta, GA Case Study: PointClear Solutions Atlanta, GA The Objective When PointClear Solutions decided to launch a rebranding campaign in 2012, the company turned to Dodge Communications to lead these strategic

More information

Advanced Diploma in Purchasing and Supply. Marketing for Purchasers. L5-10/May-08 LEVEL 5 MARKING SCHEME. May 2008. Carrington

Advanced Diploma in Purchasing and Supply. Marketing for Purchasers. L5-10/May-08 LEVEL 5 MARKING SCHEME. May 2008. Carrington Advanced Diploma in Purchasing and Supply Marketing for Purchasers L5-10/May-08 LEVEL 5 MARKING SCHEME May 2008 Carrington SECTION A Q1 to test candidates knowledge and understanding of the marketing mix

More information

Strategic Brand Management Exeter MBA and MSc CRM and its impact on Service Sector Brands Customer Relationship Management CRM deals with learning about the needs and behaviour of consumers in order to

More information

The Digital War Room for analyzing customer-perceived value, release 2

The Digital War Room for analyzing customer-perceived value, release 2 The Digital War Room for analyzing customer-perceived value, release 2 Bradley T. Gale and Donald J. Swire, Customer Value, Inc. (617) 227-8191 September 2003 CVI's Digital War Room software is a superior

More information

Strategic Leadership and Project Portfolio Management

Strategic Leadership and Project Portfolio Management Strategic Leadership and Project Portfolio Management Rick Clare PMP, CBAP, CSM, MSPM November 11-15, 2013 634 Alpha Drive Pittsburgh, PA 15238 (888) 762-3683 Fax (412) 963-8618 Company Background Consulting

More information

Social media has changed the world as we know it by connecting people, ideas and products across the globe.

Social media has changed the world as we know it by connecting people, ideas and products across the globe. Social Media for Retailers: Six Social Media Marketing Tips to Drive Online Sales.................................................................. 2 Social media has changed the world as we know it by

More information

5 WAYS LIVE CONVERSATION AUTOMATION IMPROVES INSIDE SALES EFFECTIVENESS

5 WAYS LIVE CONVERSATION AUTOMATION IMPROVES INSIDE SALES EFFECTIVENESS 5 WAYS LIVE CONVERSATION AUTOMATION IMPROVES INSIDE SALES EFFECTIVENESS 5 WAYS LIVE CONVERSATION AUTOMATION IMPROVES INSIDE SALES EFFECTIVENESS Live Conversation Automation (LCA) delegates the nonproductive

More information

Companies that use a demand generation technology reported 181% higher average close rates.

Companies that use a demand generation technology reported 181% higher average close rates. Companies that use a demand generation technology reported 181% higher average close rates. 5 Five Core Principles for Empowering Sales Reps with Demand Generation Tools The crisis in the financial market

More information

One is a Lonely Number: Especially When it comes to Driving Member Loyalty

One is a Lonely Number: Especially When it comes to Driving Member Loyalty One is a Lonely Number: Especially When it comes to Driving Member Loyalty Recently, IHRSA reported a preliminary Net Promoter Score (NPS) benchmark for the health and fitness club industry. According

More information

Serving the Mass Affluent Customer Collaborating with Your Retail Banking Partners to Increase Penetration and Cross-Sell Moderator: Bill

Serving the Mass Affluent Customer Collaborating with Your Retail Banking Partners to Increase Penetration and Cross-Sell Moderator: Bill Serving the Mass Affluent Customer Collaborating with Your Retail Banking Partners to Increase Penetration and Cross-Sell Moderator: Bill Hippensteel, BAI Panelists: Bruce Hagemann Patrick Scotto di Luzio

More information

Controlling Herausforderungen und Entwicklungstendenzen in der Praxis

Controlling Herausforderungen und Entwicklungstendenzen in der Praxis Planning Controlling Herausforderungen und Entwicklungstendenzen in der Praxis 10. Controlling Innovation Berlin Berlin, 18.September 2010 Dr. Ralf Eberenz 2 Agenda Practical Implementation of a Controlling

More information

5 Steps to Defeat Software and Services Revenue Killers

5 Steps to Defeat Software and Services Revenue Killers Monday, July 14, 2014 5 Steps to Defeat Software and Services Revenue Killers Carter Hinckley Managing Director Blue Ridge Partners Corey Torrence Managing Director Blue Ridge Partners Many software and

More information

Service Innovation Triangle: the building blocks for innovation

Service Innovation Triangle: the building blocks for innovation & Service Innovation Triangle: the building blocks for innovation Dr Peder Inge Furseth & Dr Richard Cuthbertson TERMS OF USE AND COPYRIGHT CONDITIONS This publication is the product of extensive research

More information

INTERNAL ENVIRONMENT ANALYSIS TECHNIQUES (1)

INTERNAL ENVIRONMENT ANALYSIS TECHNIQUES (1) INTERNAL ENVIRONMENT ANALYSIS TECHNIQUES (1) Caescu Stefan Claudiu The Academy of Economic Studies Bucharest, The Marketing Faculty Popescu Andrei The Academy of Economic Studies Bucharest, The Marketing

More information

Harnessing the True Power of Data

Harnessing the True Power of Data Harnessing the True Power of Data Find out how financial institutions can leverage big data to better understand and transform the customer experience. 10101010101100011010100010110011100101010 0110001101010001011001110010101010001100

More information

PRUSAGE. Procurement BPO Services. Prudent and Sage. Advisory ˡ ˡ Automation ˡ ˡ Outsourcing

PRUSAGE. Procurement BPO Services. Prudent and Sage. Advisory ˡ ˡ Automation ˡ ˡ Outsourcing PRUSAGE Prudent and Sage Procurement Services 1 Introduction Where 15 years ago, Procurement was still fighting for organizational significance, now in competitive global environment it has risen to critical

More information

5 Keys to Exceptional Email Marketing. Delivra 2012

5 Keys to Exceptional Email Marketing. Delivra 2012 5 Keys to Exceptional Email Marketing Delivra 2012 2 Email marketing continues to be one of the most powerful and measurable marketing tools at your disposal. With the right tools and approach, your organization

More information

Golden Rules of Customer Management. Velimir Srića

Golden Rules of Customer Management. Velimir Srića 1 Golden Rules of Customer Management Velimir Srića 2 The job of all jobs is to attract new customers and to retain the old ones Peter Drucker 3 The Times 1000 Research 2010 54% CFO s believed investment

More information

An outline of the five critical components of a CRM vision and how they contribute to an enterprise's CRM success

An outline of the five critical components of a CRM vision and how they contribute to an enterprise's CRM success Research Publication Date: 1 March 2007 ID Number: G00146362 How to Create a Powerful CRM Vision Gene Alvarez This research provides: Guidance on how to develop a CRM vision An outline of the five critical

More information

Alan Pelz-Sharpe Research Director, Social Business. Greg Zwakman Research Director, Quantitative Services

Alan Pelz-Sharpe Research Director, Social Business. Greg Zwakman Research Director, Quantitative Services Social Business This report from 451 Research s Social Business Market Monitor reflects vendor performance through Q315. Using the broadest definition, the Social Business market consists of the following

More information

Profitable Product Development for SME. Small to Midsize Enterprises Profiting from Innovation

Profitable Product Development for SME. Small to Midsize Enterprises Profiting from Innovation Small to Midsize Enterprises Profiting from Innovation March 2007 Executive Summary S mall to midsize enterprises (SMEs) are actively pursuing product development improvements to deliver more innovative

More information

Strike the Right Balance Between Service Efficiency and Customer Satisfaction

Strike the Right Balance Between Service Efficiency and Customer Satisfaction A NEWSLETTER FROM HARVARD BUSINESS PUBLISHING ARTICLE REPRINT NO. U0812A Strike the Right Balance Between Service Efficiency and Customer Satisfaction by Mark Kovac, Josh Chernoff, Jeff Denneen, and Pratap

More information

CUSTOMER ENGAGEMENT 2014. Rosetta Consulting s Customer Engagement Survey Part 1: The Marketer s Perspective

CUSTOMER ENGAGEMENT 2014. Rosetta Consulting s Customer Engagement Survey Part 1: The Marketer s Perspective CUSTOMER ENGAGEMENT 2014 Rosetta Consulting s Customer Engagement Survey Part 1: The Marketer s Perspective WELCOME TO THE EMPOWERED AGE Welcome to the first in a series of three white papers on Customer

More information

Nokia Mobile Phones - Market Environment and Strategy

Nokia Mobile Phones - Market Environment and Strategy Nokia Mobile Phones - Market Environment and Strategy Matti Alahuhta President Nokia Mobile Phones Outline of the Presentation Current State of the Industry Nokia Mobile Phones Strategy Summary 1 Current

More information

70% Closing the Sales Execution Gap. of Corporate Initiatives FAIL

70% Closing the Sales Execution Gap. of Corporate Initiatives FAIL Sell Like a Pro 70% of Corporate Initiatives FAIL Closing the Sales Execution Gap Profitable growth. It s the ultimate goal of any business. But seventy percent of key growth initiatives fail because there

More information

Total Quality Management (TQM) presented by Dr. Eng. Abed Schokry

Total Quality Management (TQM) presented by Dr. Eng. Abed Schokry Department of Industrial Engineering Total Quality Management (TQM) presented by Dr. Eng. Abed Schokry Policy, strategy and goal deployment Chapter 4 ١ Chapter 4: Learning Outcomes After successful studying

More information

A DIRECT MAIL MODEL FOR EMERGING TECHNOLOGY COMPANIES. Contents

A DIRECT MAIL MODEL FOR EMERGING TECHNOLOGY COMPANIES. Contents Contents Executive Summary Your Brand, Target Audience Needs, Messaging, and Look Multi-wave Direct Mail Execution WAVE ONE Multi-wave Direct Mail Execution WAVE TWO Multi-wave Direct Mail Execution WAVE

More information

Customer relationship management MB-104. By Mayank Kumar Pandey Assistant Professor at Noida Institute of Engineering and Technology

Customer relationship management MB-104. By Mayank Kumar Pandey Assistant Professor at Noida Institute of Engineering and Technology Customer relationship management MB-104 By Mayank Kumar Pandey Assistant Professor at Noida Institute of Engineering and Technology University Syllabus UNIT-1 Customer Relationship Management- Introduction

More information

Full-Cycle Fully-Managed Funnel Execution. Copyright Boxpilot, Inc. All Rights Reserved.

Full-Cycle Fully-Managed Funnel Execution. Copyright Boxpilot, Inc. All Rights Reserved. Full-Cycle Fully-Managed Funnel Execution The Vision 2 Challenges Budget Time Staff Details 3 The Boxpilot Difference 4 Big Picture 5 Service Components Strategic Consulting... (Slide 7) Touch Cycle...

More information

Holiday Readiness Guide: Strategies to Prepare Omni-channel tactics to maximize impact and results during HSS 2015

Holiday Readiness Guide: Strategies to Prepare Omni-channel tactics to maximize impact and results during HSS 2015 Market Track Perspective TM Holiday Readiness Guide: Strategies to Prepare Omni-channel tactics to maximize impact and results during HSS 2015 Market Track s Holiday Readiness Guide In this issue of Market

More information

15.571 Generating Business Value from Information Technology

15.571 Generating Business Value from Information Technology MIT OpenCourseWare http://ocw.mit.edu 15.571 Generating Business Value from Information Technology Spring 2009 For information about citing these materials or our Terms of Use, visit: http://ocw.mit.edu/terms.

More information

Email List Growth from the Small and Medium-sized Business Perspective

Email List Growth from the Small and Medium-sized Business Perspective Email List Growth from the Small and Medium-sized Business Perspective Ascend2 Research conducted in partnership with Allegra This work is licensed under the Creative Commons Attribution-NonCommercial

More information

Supply Chain Management

Supply Chain Management Supply Chain Management Contents A. Definition and Terminologies B. Evolution of SCM C. Supply Chain Management D. Integrated Logistics E. Fulfillment Process F. Specialized Supply Chains G. Supply Chain

More information

How To Understand And Understand The Strengths Of Amica

How To Understand And Understand The Strengths Of Amica Amica Insurance Marketing Strategy Amica has consistently been rated one of the top insurance companies in the United States. The power of the company and its financial strength is well represented in

More information

TECHNOLOGICAL DIFFERENCES BETWEEN CRM AND ecrm

TECHNOLOGICAL DIFFERENCES BETWEEN CRM AND ecrm TECHNOLOGICAL DIFFERENCES BETWEEN CRM AND ecrm Satish Chandra and Ted J. Strickland, Jr. Department of Computer Information Systems College of Business and Public Administration University of Louisville

More information

How to Improve Customer Loyalty in Small Business

How to Improve Customer Loyalty in Small Business Achieve Customer Loyalty with Hosted CRM Software Salesboom.com Customer satisfaction is important to any small business and is shown through clients repeatedly coming back to you due to your service.

More information

PRODUCT MANAGEMENT Course Syllabus, Spring 2007 Revised March 28, 2007. The Fuqua School of Business Phone: 660-7767

PRODUCT MANAGEMENT Course Syllabus, Spring 2007 Revised March 28, 2007. The Fuqua School of Business Phone: 660-7767 PRODUCT MANAGEMENT Course Syllabus, Spring 2007 Revised March 28, 2007 Marketing 460 Professor Carl F. Mela Term 4, Spring 2007 A325 Fuqua The Fuqua School of Business Phone: 660-7767 Duke University E-mail:

More information

NYU/Stern Executive MBA Program. COR1-GB.2310.088: Marketing Fall, 2014

NYU/Stern Executive MBA Program. COR1-GB.2310.088: Marketing Fall, 2014 NYU/Stern Executive MBA Program COR1-GB.2310.088: Marketing Fall, 2014 Professor Russ Winer Phone: 212.998.0540 Fax: 212.995.4006 e-mail: rwiner@stern.nyu.edu Web: www.stern.nyu.edu/~rwiner Course Objectives

More information

The DSB Customer Journey

The DSB Customer Journey The DSB Journey Whatever you do, do it well. Do it so well that when people see you do it, they will want to come back and see you do it again, and they will want to bring others and show them how well

More information

Collaborative CRM Workshop. 02 Partner Alignment & Project Objectives

Collaborative CRM Workshop. 02 Partner Alignment & Project Objectives Collaborative CRM Workshop 02 Partner Alignment & Project Objectives 1 Collaborative CRM 2005 02 Partner Alignment & Project Objectives Copyright ECR Europe 2005. All rights reserved. Version 7.0 June

More information

ORACLE PROJECT MANAGEMENT

ORACLE PROJECT MANAGEMENT ORACLE PROJECT MANAGEMENT KEY FEATURES Oracle Project Management provides project managers the WORK MANAGEMENT Define the workplan and associated resources; publish and maintain versions View your schedule,

More information

Writing a marketing plan

Writing a marketing plan Writing a marketing plan 1 Contents 1 Writing a marketing plan 3 1.1 Tips for writing a marketing plan 1.2 Link to your strategy 1.3 Make it happen 2 Structure of a marketing plan 4-7 2.1 Introduction

More information

Marketing Automation User; 2010 marketing review notes and 2011 plans

Marketing Automation User; 2010 marketing review notes and 2011 plans Marketing Automation User; 2010 marketing review notes and 2011 plans Each December we ask our marketing customers if they would like to participate in a short, informal yearend review. The scope of the

More information

A Forrester Consulting Thought Leadership Paper Commissioned By AT&T Collaboration Frontier: An Integrated Experience

A Forrester Consulting Thought Leadership Paper Commissioned By AT&T Collaboration Frontier: An Integrated Experience A Forrester Consulting Thought Leadership Paper Commissioned By AT&T August 2013 Table Of Contents Executive Summary... 2 The Profile Of Respondents Is Across The Board... 3 Investment In Collaboration

More information

About the company. and covering and letter covering to letter to info@yourpersonaltraininguk.co.uk

About the company. and covering and letter covering to letter to info@yourpersonaltraininguk.co.uk in partnership with About the company Your Personal Training is the UK s leading personal training management company. We provide high quality, sustainable personal training jobs for level 3 qualified

More information

STRATEGY 1: DETERMINE DESIRED PERFORMANCE METRICS

STRATEGY 1: DETERMINE DESIRED PERFORMANCE METRICS operational, tactical, and strategic. 2 Operational and tactical decisions generally involve choices or decisions about current business processes. Although strategic decisions may relate to the current

More information

E-Commerce Business Models and Concepts

E-Commerce Business Models and Concepts Copyright 2002 Pearson Education, Inc. Slide 2-1 E-Commerce Business Models and Concepts Created by, David Zolzer, Northwestern State University Louisiana Learning Objectives! Identify the key components

More information

Organization & Strategy Tools & Concepts II

Organization & Strategy Tools & Concepts II Tools & Concepts II February 2003 Contents 1 Introduction to the Strategic Process 2 Creating Competitive Advantage 3 Competitive Positioning 4 Sustaining Competitive Advantage 5 Introduction to financial

More information